The verdict in three sentences
On a basket above 50,000 FCFA, many customers abandon not for lack of desire but for lack of immediate liquidity on their wallet. Offering 2 to 4 mobile money installments unlocks these sales and lifts big-basket conversion by 60-90 %. The risk — a default rate of 3-8 % — is managed with a deposit at order, an automated schedule and a profitable-basket threshold.
Deposit + balance vs automated schedule
Two models coexist. The simplest is a deposit at order then the balance on delivery. The most powerful, but more technical, is the automated schedule with programmed debits.
| Criterion | Deposit + balance on delivery | Automated schedule |
|---|---|---|
| Technical complexity | Low | Medium to high |
| Estimated default rate | 3-5 % | 5-8 % |
| Number of installments | 2 | 3-4 |
| Average basket unlocked | 50,000-150,000 FCFA | 100,000-500,000 FCFA |
| Cash collected upfront | 30-50 % | 25-40 % |
| Ideal for | Furniture, appliances | Electronics, high-tech |
The deposit at order isn't just convenience: it's your anti-default net. A deposit of 30-50 % alone covers nearly all the risk of non-payment of the balance.
Conversion, default and profitability by threshold
Installments only make sense above a certain amount, where the conversion gain outweighs the debit cost and the default risk. Here are the 2026 ballpark figures.
| Basket tier | Conversion without installments | Conversion with installments | Default rate | Fee per debit |
|---|---|---|---|---|
| < 30,000 FCFA | 70 % | 71 % | 2 % | ~100 FCFA |
| 30,000-50,000 FCFA | 55 % | 68 % | 3 % | ~150 FCFA |
| 50,000-100,000 FCFA | 40 % | 62 % | 5 % | ~200 FCFA |
| 100,000-250,000 FCFA | 28 % | 51 % | 7 % | ~250 FCFA |
| > 250,000 FCFA | 18 % | 38 % | 8 % | ~300 FCFA |
Key takeaway: below 30,000 FCFA, installments add almost nothing and add fees. The profitable threshold starts around 50,000 FCFA, where the doubling of conversion far outweighs default and debit fees.
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Mini case study
Moussa sells phones and laptops in Thiès: average basket 180,000 FCFA, 200 qualified visitors a month at this tier. Without installments he converts 28 %, i.e. 56 sales, for 56 × 180,000 = 10,080,000 FCFA.
He turns on a 3-installment schedule with a 40 % deposit. Conversion rises to 51 %, i.e. 102 sales. Even with 7 % default on the balance (about 7 customers who don't pay in full, but whose 72,000 FCFA deposit is retained), his net revenue climbs to roughly 17.3 million FCFA, i.e. +7.2 million FCFA/month. Debit fees (102 × 2 × 250 FCFA ≈ 51,000 FCFA) are negligible against the gain.
FAQ
From what amount are installments profitable? Around 50,000 FCFA. Below that the conversion gain is marginal and debit fees eat it. Above, conversion can nearly double on the 100,000-250,000 FCFA tiers.
How do I limit the default rate? With a 30-50 % deposit at order, which covers most of the risk, and delivery conditioned on the last installment for non-perishable goods. Default then stays between 3 and 8 %.
Which sectors benefit most from installments? Electronics, high-tech, appliances and furniture, where baskets often exceed 100,000 FCFA. On these tiers, conversion typically goes from 28 % to over 50 %.
How much does each mobile money debit cost? Between 100 and 300 FCFA depending on operator and amount. On a 3-installment plan that stays marginal — a few hundred FCFA — against a sale worth tens of thousands unlocked.
Should I charge the customer fees for installments? Not necessarily: many shops offer it free because the volume gain compensates. If you do charge, stay under 3-5 % of the basket so you don't cancel the conversion effect.
Let's talk about your project. We set up mobile money installment plans with deposits and automatic Wave and Orange Money debits on your shop. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
